Director, Data & Distribution Partnerships

Some of Apollo's biggest growth won't come from our own sales team. It'll come from other people selling or embedding Apollo under their own brand. That's the charter for Data & Distribution Partnerships, a newly created function with three mandates: scaling our data reseller business by hiring and leading a team of data reseller AEs, identifying data partnership opportunities with large platforms and crafting the bespoke commercial arrangements to support them, and uncovering new, innovative distribution partnerships beyond either of those two motions. Across all three, this is more invention than management. You're building commercial models that don't exist yet, not running relationships someone else already defined.

This is a great fit for someone who thrives in 0-to-1 environments: scrappy enough to build the strategy themselves (demand gen, pricing and packaging, marketing, sales process) and execute it personally, but experienced enough to then build and lead the team that takes it from 1 to 10. We're hiring the first Director to build and run it.

What you'll do:

1. Scale the Data Reseller Business

• Own the volume data-resale P&L end to end: a published SKU with repeatable paper, carried by AEs
• Hire, coach, and manage the AEs who carry the resale quota
• Partner with Partner Marketing to fund demand generation behind the reseller business, and find the growth levers that haven't been pulled yet
• Build a clear point of view on what increased demand gen unlocks and where the upmarket bespoke-deal opportunity is biggest

2. Identify Data Partnerships with Large Platforms and Craft the Bespoke Arrangements

• Structure and close bespoke data agreements: one-off commercial arrangements with named, high-value counterparties, heavy up front, light after, and built as reusable templates rather than one-offs
• Build and run discovery marketplace distribution: surfaces where a buyer is already shopping, from data-cloud marketplaces to MCP registries and platform marketplaces
• Run new, complex BD deals personally, you're expected to be in the room for anything that doesn't fit the existing playbook

3. Uncover New, Innovative Distribution Partnerships

• Build and run point-of-formation distribution: platforms that sit with a company from the week it's formed, think formation platforms, website builders, and the regional CPA and business-advisory networks that touch companies at inception
• Within your first six months, arrive at several new distribution "big swings" that are prioritized, sized, and shaped for a resourcing decision
• This is a build-from-scratch mandate: you'll define the shape of the function, not inherit one

Minimum Qualifications

• 8+ years in business development, partnerships, or channel roles, with meaningful experience originating and closing complex, first-of-their-kind commercial agreements — not just running an existing partner program
• Experience managing or coaching a quota-carrying team (AEs, BDRs, or partner managers) while personally closing the deals your team can't yet handle alone
• Comfortable operating in both modes this role requires: high-volume, SKU-based commercial structures (published pricing, repeatable paper) and heavy, bespoke one-off negotiations with named counterparties
• A track record of building something that didn't exist before — a new channel, commercial model, or category of partner — rather than optimizing an established motion

Preferred Qualifications

• Experience with data licensing, API/data-reseller businesses, or platform marketplaces (Snowflake, Databricks, or similar data-cloud ecosystems)
• Experience with point-of-formation or embedded distribution models (legal tech, business-formation platforms, fintech, or similar)
• Background scaling a partner or channel P&L from early-stage

Tier 1 Pay Range (San Francisco, New York City, Seattle) 220000 - 275000 USD
Tier 2 Pay Range (All other US Locations) 190000 - 238000 USD